1 / 12

The Sales Presentation

The Sales Presentation. Where are we? You’re ready to do your presentation to your customer ... what have you done so far? Prospected You found Qualified customers Planned the call (Pre-approach) Developed an objective for the call Looked at the customer profile

kcharlotte
Download Presentation

The Sales Presentation

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. The Sales Presentation • Where are we? • You’re ready to do your presentation to your customer ... what have you done so far? • Prospected • You found Qualified customers • Planned the call (Pre-approach) • Developed an objective for the call • Looked at the customer profile • Anticipated benefits that your product/service can provide • Planned the presentation (which type?) • Approach • Made good first impression • Captured ATTENTION and stimulated INTEREST

  2. The Sales Presentation (continued) The essential steps within the presentation Fully understand customer’s needs LISTEN! Features Advantages Benefits Fully discuss your product Present your marketing plan How to resell How to use Explain your business proposition What’s in it for your customer?

  3. The Sales Presentation • Be Persuasive! • Logic • Build Trust • Be Positive • Get your customer to Participate • Use Proof Statements • Incorporate Multiple Senses (not just hearing) • Visual Aids • Demonstrations (participation)

  4. Sales Presentation Methods Four methods we’ll be focusing on: Memorized Salesperson does not attempt to determine prospect’s needs Assumes that prospect needs can be stimulated by direct exposure to the product Formula Based on the assumption that similar prospects in similar situations can be approached with similar presentations Need-Satisfaction Customer focused presentation, can be thought of in three distinct phases: need development, need awareness, and need fulfillment Problem-Solution Salesperson develops a detailed analysis of a prospect’s needs over a number of sales calls, then presents a detailed solution.

  5. Memorized Selling Formula Selling Need-Satisfaction Selling Problem-Solution Selling Structured Semi-structured Unstructured Customized The Structure of Sales Presentations

  6. Salesperson talking time Participation Time Customer talking time Approach Presentation Close Participation Time by Customer and Salespersonduring a Memorized Sales Presentation Sales Presentation Time

  7. Salesperson talking time Participation Time Customer talking time Approach Presentation Close Sales Presentation Time Participation Time by Customer and Salesperson during a Formula Sales Presentation

  8. THIS IS ONLY A PARTIAL VIEW OF THE DOCUMENT.

More Related